Best Practice Report

Delivering a Consistent Buyer Experience Through Lead Hand-Offs

January 1st, 2018

Summary

Due to an increase in marketing program touches and available content, many buyers provide a large amount of information about their interests and priorities before they speak with sales. When leads are handed off from marketing to sales, the receiving rep must be empowered with relevant context about buyers and potential next steps. To make this context usable for reps, marketers must avoid overloading leads with too much information.

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